Business Mastery Supplement
Table of Contents

Introduction

Acknowledgments

Instructions

• Installation
• How to Use

Business Plan Outline

Sample Completed Business Plan

Types of Letters [See Details. . .]

• Announcements
• Cooperative Marketing
• Finances
• Follow-Up
• General Correspondence
• Jobs
• Media
• Miscellaneous Client Correspondence
• Miscellaneous Marketing
• Primary Care Correspondence
• Résumé Cover Letters
• Thank-you Letters

Business Mastery Exercises

- PC Folder name: bmexercz
- Macintosh Folder name: Exercises Files:

• Personal Assessment
• Career Assessment
• Sentence Completions
• Ideal Career Description
• Life Planning Exercise
• Time Attitudes Exercise
• Risk-Taking Exercise
• Dissolving Challenges
• Self-Assessment Exercise
• Professional Characteristics
• Professionalim Inventory
• Initial Exploration
• Buying a Practice Self-Assessment Exercise
• Assess The Worth of Your Services
• Policies and Procedure Manual Draft
• Client Policies
• Customer Service Action Plan
• Professional Alliance Exercise
• Marketing Plan Self-Assessment
• Image Exercise
• Differential Advantage
• Position Statement Exercise
• Marketing Foundation Exercise
• Target Market Analysis
• Defining Your Target Markets
• Market Assessment Exercise
• Competition Analysis
• Building An Effective Network
• Cooperative Marketing Exercise

Forms

• Assessment methods/Marketing venues
• Attorney lien #1
• Attorney lien #2
• Client questionnaire
• Contract checklist
• Follow-up survey to former client
• Insurance payment agreement
• Insurance reimbursement policy
• Patient progress report
• Policies and procedures form
• Sample client policy interaction form
• Strategic planning

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Types of Letters

Announcements

• Award received
• Fee increase
• Grand opening
• Name change
• New hours
• New location
• New services
• Notification of move
• Open house
• Seminar

Cooperative Marketing: Same Service, Different Market

• All bodyworkers in town
• Form response team
• All shiatsu practitioners
• Create a television ad
• Craniosacral: health practitioners/entrepreneurs
• Direct mail, flyer or presentation
• Deep tissue: people in recovery/athletes
• Newsletter
• Hellerworkers: psychologists/massage therapists
• Share a booth at mind-body conference
• On-site massage: airport/newspaper staff
• Team up services
• Polarity therapy: new-agers/parishioners
• Write articles
• Reflexology: elderly/actors
• Place newspaper ad
• Reflexology: firefighters/athletes
• Brochure

Cooperative Marketing: Different Service, Same Market

• Body care shop/massage therapist: product exposure at convention
• Bookstore/stress management expert/massage therapist: afternoon workshop or demonstration
• Espresso bar/massage therapist: on-site sessions
• Florist/massage therapist: Mother's Day promo
• Golf club/massage therapist: foot massage
• Golf club/massage therapist: sign-up bonus
• Golf course/massage therapist: tourney prize
• Gym/massage therapist: new member discount
• Health club/massage therapist: initiation bonus
• Health club/massage therapist: newsletter article
• Massage table manufacturer/massage clinic: use mailing list for open house invitations
• Reflexologist/craniosacral therapist: lead share
• Restaurant/massage therapist: coupon
• Shoe store/reflexologist: foot care afternoon
• Sporting goods store/shiatsu: presentation
• Travel agent/massage therapist: promo

Cooperative Marketing: Same Service, Same Market

• Acupuncture: approach media or do newsletter
• Myotherapy: mailing to health care providers
• On-site: team up to pitch businesses
• On-site: work together at mall
• Polarity therapy: share booth
• Prenatal massage: combine marketing
• Shiatsu: psychotherapist mailing for open house
• Sports massage: join sports massage team
• TragerWork: joint presentation

Finances

• Check not signed
• Dunning letter: payment due
• Dunning letter: overdue payment
• Dunning letter: still overdue payment
• Dunning letter: way overdue payment
• Dunning letter: legal action pending
• Payment reminder
• Returned check
• Returned check: another approach
• Returned check: yet another approach
• Underpayment

Follow-Up

• Annual update to prospective company
• Complimentary demonstration, follow-up for subsequent business
• Congratulations to raffle winner
• Corporate follow-up
• Corporate rejection
• Corporate rejection offer of free demonstration
• Expo: To person met there
• Expo: Thanks for stopping at booth
• Initial follow-up to health care executive
• On-site as incentive for company's charity drive
• Survey results
• Thanks for support in survey
• Trade show
• Welcome to this office

General Correspondence

• Barter
• Congratulations to fellow therapist
• Dress code memo
• Limited partnership proposal
• Requesting copyright permission

Jobs

• Accepting a job
• Asking for prospective contractor's references
• Asking for someone's resume
• Asking information of a reference
• Recruiting therapists

Media

• Press Releases
• Award announcement
• Business opening
• Change of address
• Free workshop
• Open house
• Special new service
• Special events for community service
• Interview Solicitations
• Print
• Radio
• Television

Miscellaneous Client Correspondence

• Anniversary
• Apology for rudeness
• Apology for abbreviated session
• Apology for scheduling error
• Apology for massage therapist no-show
• Follow-up to first appointment
• Missed appointment
• Missed appointment
• Missed appointments (two)

Miscellaneous Marketing

• Appreciation day
• Confirm meeting
• Encourage employee appreciation day
• Encourage referrals
• Introducing new staff member
• Invitation to convention
• Marketing to a hotel
• Personal referral to a corporation
• Service organization presentation proposal
• Welcome to town

Primary Care Correspondence

• Encourage referrals: from therapist's D.O.
• Encourage referrals: N.D. already working with hypnotherapist
• Encourage referrals: sports
• Encourage referrals: prenatal
• Encourage referrals: general
• Encourage referrals: D.C. already recommends massage
• Follow-up: previous patient progress notes
• Follow-up to doctor who sent patients
• Hospital-based massage
• Introduction letter: patient in common
• Introduction letter: potential employment
• Introduction letter: networking
• Introduction letter: mutual referrals
• Introduction letter: referral network
• Introduction letter: mutual referrals, recommended
• Meeting follow-up
• Network with doctor through church bulletin
• New patient referral follow-up
• Progress report
• Progress report
• Referring client to physician
• Requesting referral from new physician
• Response to Yellow Pages ad
• Seminar invitation
• Thank you for referral

Résumé Cover Letters

• Cruise line
• Doctor
• Musician
• Salon
• Salon: recommended
• Spa

Thank-you Letters

• Award
• Endorsement
• Referring a friend
• Referring your sister
• Support
• Thanks and anniversary announcement